Overview

Intended for executives in small- to medium-sized companies just beginning to contemplate an export program, this book tells when and how to export and takes the reader through documentation, product servicing, advertising, distribution agreements, patents, trademarks, political risks, and foreign trade shows. The book also offers solutions to such problems as getting paid in a timely fashion, hiring an export staff, marketing to different cultures, overcoming language difficulties, protecting patents and trademarks, and minimizing exposure to terrorism. Management Review Robert Weber here offers a readable, authoritative guide to the strategies and techniques of selling to foreign markets. Intended especially for top management and sales executives in small-to medium-sized companies just beginning to contemplate an export program, The Marketer's Guide to Selling Products Abroad takes the reader sequentially from the crucial questions regarding when and how to export through the common, often frustrating, concerns of documentation, product servicing, advertising, distribution agreements, patents, trademarks, political risks, traveling the territory, and foreign trade shows. An unusally comprehensive treatment of the export process, the book offers workable solutions to such frequently encountered problems as getting paid in a timely fashion; hiring, staffing, and locating an export staff; marketing to different cultures; language difficulties; protecting industrial property rights, such patents and trademarks; and minimizing exposure to terrorism. Weber, himself an experienced exporter, covers the reasons companies should export, the government services available to exporters, alternative distribution methods, and selection of target markets. In each case, Weber offers straightforward, practical advice that can be used with profit by companies wishing to initiate a foreign sales program. Three appendixes offer helpful information about Commerce Department field offices, official languages, and abbreviations and acronyms. Numerous illustrations reinforce information contained in the text.

Full Product Details

9780899303253

Table of Contents

Reviews

?This is a practical and very readable guide to doing business in the international arena. Intended for small to medium-sized companies, the book guides the reader from the preliminary decision-making strategies for deciding whether to export, through governmental sources of information, to the practical details involved in the process. The book is well organized, well written, and direct. Each chapter is outlined in a straightforward manner and concludes with a summary. The author refers freely to additional sources of information and the chapters are noted. There are numerous illustrations, including sample forms, documents, and other items that might be encountered in the export marketplace. It has a bibliography, is well indexed, and has three appendixes which provide information about Commerce Department field offices, official languages, and abbreviations and acronyms. . . . This is an excellent resource for those beginning to consider exporting and also for for those already involved in the process who might want some practical advice. It would be a good basic addition to any international business collection.?-Business Information Alert This is a practical and very readable guide to doing business in the international arena. Intended for small to medium-sized companies, the book guides the reader from the preliminary decision-making strategies for deciding whether to export, through governmental sources of information, to the practical details involved in the process. The book is well organized, well written, and direct. Each chapter is outlined in a straightforward manner and concludes with a summary. The author refers freely to additional sources of information and the chapters are noted. There are numerous illustrations, including sample forms, documents, and other items that might be encountered in the export marketplace. It has a bibliography, is well indexed, and has three appendixes which provide information about Commerce Department field offices, official languages, and abbreviations and acronyms. . . . This is an excellent resource for those beginning to consider exporting and also for for those already involved in the process who might want some practical advice. It would be a good basic addition to any international business collection. -Business Information Alert

?This is a practical and very readable guide to doing business in the international arena. Intended for small to medium-sized companies, the book guides the reader from the preliminary decision-making strategies for deciding whether to export, through governmental sources of information, to the practical details involved in the process. The book is well organized, well written, and direct. Each chapter is outlined in a straightforward manner and concludes with a summary. The author refers freely to additional sources of information and the chapters are noted. There are numerous illustrations, including sample forms, documents, and other items that might be encountered in the export marketplace. It has a bibliography, is well indexed, and has three appendixes which provide information about Commerce Department field offices, official languages, and abbreviations and acronyms. . . . This is an excellent resource for those beginning to consider exporting and also for for those already involved in the process who might want some practical advice. It would be a good basic addition to any international business collection.?-Business Information Alert

Author Information

ROBERT E. WEBER is President of the Weber Counsulting Group, Dallas, Texas. He is founder and past president of Dallas-based Silverthorne Business Interiors and former vice president, international division, for Weber Marking Systems. His previous books include Managing Your Renovation or Move to New Offices (Quorum Books, 1987) and The Greatest Ski Resorts in America.

Tab Content 6

Customer Reviews

Recent Reviews

Countries Available